| 1. |
Success Keys for Proposal Automation (3 Pages)
by Tom Sant
Sep 25, 2006
Abstract : Proposal writing has become a common requirement throughout the entire business world. And for many sales people, they are a necessary evil. If you're thinking about automating your proposal process, there are ten critical success keys to a successful implementation.
Type: Article
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| 2. |
How To Write a Winning Proposal (3 Pages)
by The Sant Corporation
Jul 18, 2006
Abstract : Your proposal should prove your case, and motivate the client to buy your services or applications. But all too often, reading a proposal is almost as painfully difficult as writing one. So what are the secrets of truly successful proposal-writing?
Type: Article
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| 3. |
Focus on Corporate Governance Requires a Business-Oriented Selling Approach (3 Pages)
by Dave Stein
Nov 25, 2002
Abstract : If you are selling products or services that are critical to your prospect’s success or for that matter, their very survival, your proposal will likely be elevated to the board of directors level for final approval. How do you sell at the board level?
Type: Article
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| 4. |
Vendors Beware! It’s Not What You Say, It’s How You Say It. (4 Pages)
by D. Geller
Aug 22, 2000
Abstract : A study from Iowa State University’s Department of Electrical and Computer Engineering suggests that the format and organization of a proposal can significantly affect a vendor’s chance of winning a contract. And we thought those university professors didn’t know much about the real world!
Type: Article
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| 5. |
Deltek Remains the Master of Its Selected Few Domains Part Five: Deltek’s Major Product Lines (4 Pages)
by P.J. Jakovljevic
Jan 12, 2004
Abstract : Within its marketing and proposal automation product, Deltek espouses an emerging CRM derivative known as client relationship management, which should help firms track client relationships in a more sophisticated manner than through methods such as referral or word-of-mouth, which were appropriate during their start-up phases.
Type: Article
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| 6. |
Instead of Discounting, Back Some Value Out of Your Proposal (4 Pages)
by Dave Stein
Jun 14, 2004
Abstract : Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.
Type: Article
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| 7. |
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price (3 Pages)
by Tom Sant
Sep 25, 2006
Abstract : There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.
Type: Article
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| 8. |
CDC Software Wins at the Pivotal Auction. Now What? Part One: Event Summary (4 Pages)
by P.J. Jakovljevic
Feb 6, 2004
Abstract : While Pivotal might have temporarily mitigated its protracted troubles by having the privilege to choose between three potential suitors, the time for some decisive moves is now, given that competitive pressures will not go away, but rather will intensify.
Type: Article
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| 9. |
DoubleClick Takes Bath, Throws in Towel (3 Pages)
by D. Geller
Mar 20, 2000
Abstract : After weeks of being deluged by lawsuits, bad press, federal regulatory investigations and nasty name-calling, DoubleClick backs off on its plans to tie surfing behavior to personally identifiable information.
Type: Article
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